Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

B2B Mobile Marketing:10-Step Starter Guide for Integrating Mobile Into The B2B Marketing Mix.


Published on

10-Step B2B Mobile Marketing Guide for Integrating Mobile into the B2B Marketing Mix. For more info, please visit:

Published in: Business, Technology

B2B Mobile Marketing:10-Step Starter Guide for Integrating Mobile Into The B2B Marketing Mix.

  1. 1. B2B Mobile Marketing <br />Integrating Mobile Into the B2BMarketing Mix<br />10<br />-Step Starter Guide <br />Christina “CK” Kerley<br /><br />©2010 Christina Kerley/ckEpiphany, Inc.<br />
  2. 2. While the marketing world <br />is buzzing over <br />B2C mobile audiences, <br />B2Bs are missing<br />Untapped opportunities…<br />
  3. 3. … for leveraging a dynamic, valuable <br />and convenient new “touch-point” with <br />HIGHLY ENGAGED <br />BUSINESS Audiences.<br />
  4. 4. Not sure <br />how mobile marketing applies to B2Bs?<br />Let’s explore the reasons (and rationale)…<br />
  5. 5. Explosive GROWTH rates in mobile usage, <br />both in the U.S. and globally.<br />Why <br />Mobile<br />For<br />B2Bs?<br />Professionals have transitioned to needing <br />“content in bite-size chunks” due to more <br />multi-tasking, increased flows of content and more communications channels for them to manage daily.<br />Tremendous USER EXPERIENCE gains in mobile due to better display screens, more features and capabilities.<br />Dramatically FASTER download times <br />for accessing information (e.g. video, applications) due to 3G/wifi speeds, with 4G currently being deployed.<br />Location INDEPENDENCE for anytime/anywhere access, as well as innovations in location-based services that provide users the ability to share their locations in return for helpful services and better experiences. <br />
  6. 6. What <br />Are<br />Other<br />B2Bs<br />Saying<br />About<br />Mobile?<br />“The majority of industries are still missing a trick with this marketing method, as it is very much seen as a consumer channel rather than a communication channel. In terms of B2B, I think this is a huge untapped opportunity.” <br /> ~ Zoe Sands, Digital Marketing Manager, Cisco<br />“As mobile devices become our computing devices, that means B2B buyers are going to have a greater appetite for the visual, and video case studies and interactive product demos—even for B2B services—are going to become more popular on mobile devices.”<br />~ Chris Koch, Dir. of Research & Thought Leadership, ITSMA<br />“Mobile B2C has been very successful with companies engaging audiences and creating a <br />new marketing/commerce channel. Those consumers will expect companies to use mobile technologies to provide the same experiences and capabilities within the B2B environment.”<br />~ Bruce Nowjack, Senior Product Manager, SinglePoint<br />
  7. 7. Unlike consumers, professionals must<br />stay connected <br />to their <br />communications <br />devices for <br />breaking developments <br />and time-sensitive decisions. <br /> Those connections <br />used to be landlines and laptops, but now also include mobile devices.<br />
  8. 8. While professionals want and need to be location independent,through location-based services they can reveal their mobile locations. <br />And B2Bs can provide them new sources of <br />value based on where<br /> they are (e.g. events) <br />or where they need to<br />get to (e.g. sales meetings). <br />
  9. 9. Moreover, mobile is the most <br />personal<br />communications channel,<br />and the closest you will ever get <br />to your <br />business market. <br />(besides in-person)<br />*And your messages are more likely to be read on mobile devices than on computer screens. <br />
  10. 10. Given its potential, why wouldn’t you <br />leverage mobile to connect<br />YOUR B2B BRAND <br />to your business market?<br />
  11. 11. Wondering<br />HOW<br />to start smart, <br />launch strong <br />and<br />leap ahead in <br />B2B mobile marketing?<br />
  12. 12. Use these <br />questions <br />as your <br />10 Steps <br />to <br />Getting Started <br />in B2B<br />Mobile Marketing<br />10<br />Steps<br />
  13. 13.  Which content do we need to optimize for the Mobile Web, and how can we enhance our existing and planned<br />marketing programs with mobile? <br />#1<br />Enhancing Programs. <br />Optimizing Content.<br />Audit<br />Content & <br />Existing<br />Marketing Programs<br />Review all marketing programs in your current plan to determine how you can enhance them with mobile. <br />For example, tradeshows events could include mobile content feeds and in-venue apps that improve attendees’ experience. Also, you can create visual demos, case studies and tips segments that “show” through short videos vs. “tell” through long text.<br />An imperative for all B2Bs is optimizing your EXISTING content for mobile environments. <br />This can mean creating mobile-friendly Web sites, (not just mobile access to your current Web site) and providing users with shorter versions of lengthy content pieces.<br /> Mobile Terms Definitions featured at end of Guide <br />
  14. 14. What will help our audience perform their business tasks better, easier and faster?<br />#2<br />Assess<br />Evolving<br />Audience<br />Needs<br />for Mobile<br /> Mobile Terms Definitions featured at end of Guide <br />
  15. 15. #3<br />What are our competitors doing with mobile and, *equally important*, what aren’t they doing?<br />Benchmark Competitors’<br />Programs<br /> Mobile Terms Definitions featured at end of Guide <br />
  16. 16. How can we leverage mobile to provide<br />unique value to our business audiences?<br />#4<br />Map your audiences’ needs to mobile opportunities and leverage your brand to provide value that competitors are not. <br />Pinpoint<br />Unique<br />Value<br />For <br />Audiences<br />Examples:<br /><ul><li>Aggregate a content feed of sector, function or competitive-specific information and developments.
  17. 17. Create a dialogue with audiences through SMS alerts that keep them informed of items they deem important to their jobs/tasks.
  18. 18. Enhance attendees’ tradeshow experience by creating in-venue applications and SMS alerts of event highlights—such as key speeches and special exhibits.
  19. 19. Produce visual demos (vs. content-heavy text pages) to assist professionals in their research and purchasing decisions.
  20. 20. Develop location-based tools unique to your marketplace.
  21. 21. Extend CRM and customer service applications to mobile for anytime/ anywhere access.
  22. 22. Integrate “social” features, such as product reviews and ratings.</li></ul> Mobile Terms Definitions featured at end of Guide <br />
  23. 23. #5<br />What is our mobile marketing strategy… how, specifically, will we accomplish our goals?<br />You’ll need to determine how you will accomplish your goals by setting your mobile marketing strategy, including:<br />Set <br />Mobile Strategy<br /> Mobile Terms Definitions featured at end of Guide <br />
  24. 24. Mobile <br />Web Sites<br />#6<br />Given our (1) audiences’ needs + (2) our competitive differentiation + (3) our unique value + (4) our mobile marketing strategy , which mobile tools should we use?<br />Video<br />Content Feeds<br />Identify<br />Mobile<br />Marketing Tools<br />Mobile Advertising<br />Location-Based Services<br /> Mobile Terms Definitions featured at end of Guide <br />Apps & <br />Widgets <br />SMS Alerts & Campaigns<br />Bluetooth Hubs <br />
  25. 25. For our business audience, which mobile<br />platforms do our programs need to support? <br />#7<br />When implementing mobile apps for smartphones—vs. handsets/feature phones—a *major* consideration is determining which, or how many, platforms your apps will need to support. The reason is because the 4 major smartphones in the U.S. market have unique operating systems. Additionally, some operating systems (like Blackberry) have unique releases. <br />A best practice is to start with a mobile site to track and analyze which devices (and mobile operating systems) <br />your business audience uses.<br />Currently, the 4 major mobile smartphone platforms in <br />the U.S. business market are: iPhone, Blackberry, WindowsMobile and Google Android. *Obviously, to reach global audiences <br />will necessitate additional platforms.<br />Determine Platform<br />Requirements<br /> Mobile Terms Definitions featured at end of Guide <br />
  26. 26. #8<br />How will we communicate and promote our <br />mobile programs to our business audiences?<br />As with all marketing initiatives, marketers should never rely on a build-it-and-they-will-come plan. <br />Thus, once you’ve created your mobile marketing programs, you will need to create a plan for <br />promoting these new capabilities, apps and programs.<br />In some cases, as with your Web site, you can offer users <br />a choice to “View Content Optimized for Mobile Devices” or sign-up for SMS alerts, but in other cases you’ll need to promote these new capabilities and programs through other marketing channels—like advertising campaigns (including mobile), e-newsletters, your corporate Web site, SEM and SEO efforts, and social media channels (e.g. Facebook Fan Pages, Twitter account, blog). <br />Develop Promotional Plan <br /> Mobile Terms Definitions featured at end of Guide <br />
  27. 27. Which internal marketing processes do we need to institute to ensure success of our external mobile programs?<br />#9<br />Internal processes are pivotal to your mobile success. While contingent upon your mobile programs, processes could include:<br />Implement<br />Supporting<br />Processes<br />
  28. 28. #10<br />How will we measure ROI… which metrics will we use to assess the success of our mobile efforts?<br />While the mobile marketing industry—its standards, best practices, platforms and capabilities—are still very new, there are several ways marketers can quantify their mobile ROI.<br />The metrics that B2Bs will use will be contingent upon their specific mobile objectives, programs and tools, but can include: tracking mobile Web site metrics, number of application downloads, number of SMS subscribers, number of online mentions of mobile programs, etc.<br />Measure<br />Mobile<br />ROI<br /> Mobile Terms Definitions featured at end of Guide <br />But the BIGGER “Proof Points” that marketers <br />should analyze, as they pertain to mobile’s overall value for their business, are outlined on the next 2 slides….<br />
  29. 29. Sales/Revenues. <br />Did our mobile programs increase our pipeline of<br />leads/sales? If so, by how much/what is the percentage<br />compared to overall leads generated?<br />Brand Awareness. <br />Did our mobile programs increase brand awareness and <br />brand equity among our target audience? If so, in what<br />ways, and by how much?<br />Brand Relevancy & New Communications Channels. <br />Did our mobile programs work to keep our brand <br />relevant among, and create new dialogues with, our <br />target audiences? If so, how can we use their feedback <br />to improve our offerings and other marketing programs?<br />Market Footprint. <br />Did our mobile programs increase our presence in <br />new areas and regions? If so, where—and what were<br />the lessons learned that can grow our business globally?<br />Proof Points<br />Real<br />Mobile<br />ROI<br />Continued…<br />
  30. 30. Customer Relationship Management (CRM). <br />Did our mobile programs assist our CRM efforts, <br />and improve our relationships with customers? <br />Budget Savings. <br />Did our mobile programs decrease our budget spend <br />(vs. higher-priced media) and decrease our cost-per-<br />lead/sale? If so, by how much/what percentage?<br />Competitive Advantage. <br />Did our mobile programs give us a competitive<br />advantage in the marketplace? If so, did that advantage<br />translate to new leads, and an increase in sales, <br />“earned media” placements and brand awareness?<br />Program Impact. <br />Did adding mobile to our existing programs improve <br />the overall impact of our marketing? If so, how much <br />greater was the return per program, and overall?<br />Proof Points<br />Real<br />Mobile<br />ROI<br />
  31. 31. Need A 1-Page<br />Recap of the <br />Steps?<br />10<br />Just <br />turn to the next slide<br />
  32. 32. Audit Content and Existing Marketing Programs<br />Assess Evolving Audience Needs for Mobile<br />Benchmark Competitors’ Mobile Programs<br />Pinpoint Unique Value For Audiences<br />Set Mobile Marketing Strategy<br />Identify Mobile Marketing Tools<br />Determine Mobile Platform Requirements<br />Develop Promotional Plan<br />10<br />#1<br />#2<br />#3<br />Steps<br />for <br />Integrating<br />Mobile<br />Into The <br />B2B<br />Marketing<br />Mix<br />#4<br />#5<br />#6<br />#7<br />#8<br />Implement Supporting Processes<br />#9<br />Measure Mobile ROI<br />#10<br />
  33. 33. Need<br />Definitions<br />of the mobile tools<br />and terms we covered?<br />Just <br />turn to the next slide<br />
  34. 34. Definitions <br />*Bluetooth Hubs* Bluetooth is an open standard wireless protocol that provides connectivity within a small range, potentially up to 200-300 feet.  <br />Bluetooth hubs can be employed for proximity marketing, permitting wireless subscribers to opt-in <br />to a program to receive alerts on their mobile devices within a certain range—this is typically used for in-venue marketing to provide communications and offers to people that are already on-site/at a specific location.<br />*Content Feeds* A content feed (or news feed) is a data format used for providing users with frequently updated content. Content distributors syndicate a feed, thereby allowing users to subscribe to it via their mobile devices.<br />Mobile<br /> Terms<br />Continued…<br />
  35. 35.  *In-venue applications* An implementation of a location-based service, or bluetooth hub, to provide special messaging and offers to improve the experience of being at a specific event or location. This could be announcing keynote speakers at a conference; the end of a break, or discount offers to purchase.<br />*Location-Based Services* A location-based service (LBS) is an information and entertainment service, accessible with mobile devices that enables the ability to make use of the geographical positions of mobile users. LBS services include services to identify a location of a person /object, such as discovering the nearest ATM or the whereabouts of a person. <br />LBS services include parcel tracking, vehicle tracking and mobile commerce (“m-commerce”/“mcommerce”) when taking the form of coupons or advertising directed at customers based on their current location.<br />Definitions <br />Mobile<br /> Terms<br />Continued…<br />
  36. 36. *Mobile Advertising* Mobile advertising, be it simple text messaging or interactive ad messages, is the communication of messages or media to one or more persons via mobile devices. <br />The Mobile Marketing Association (MMA) defines mobile advertising units into categories for Mobile web, messaging (SMS and MMS), applications, mobile video and TV. All of these technical approaches for delivering messages and content to mobile users can also have advertising embedded within the content/message.<br />*Mobile Applications (“Apps”)* An application, downloaded by the user to their mobile device, that is small in comparison to comprehensive desktop applications, but can be quite sophisticated. Apps are downloaded to smartphones due to their enhanced visual capabilities, processing speeds and hard-drive storage.<br />Definitions <br />Mobile<br /> Terms<br />Continued…<br />
  37. 37. *Mobile Web Sites* A Web site that is specialized for <br />the small screens of mobile phones. When requests are made to a company's main URL from the user’s mobile device, it includes the type of browser used, and the site can redirect requests from mobile browsers to the mobile Web site. <br />*NOTE: For Mobile Web sites, a large amount of <br />content must be eliminated to accommodate the smaller screens of mobile devices, but it delivers a much better experience to the user.<br />*Smartphones* A mobile device that lets users make telephone calls, but also includes features commonly found on a personal digital assistant (PDA) or a computer—such as the ability to send and receive <br />e-mail, view videos, listen to audio, write/review/edit Office documents, take pictures, record video footage, download applications, etc.<br />Definitions <br />Mobile<br /> Terms<br />Continued…<br />
  38. 38. *SMS Alerts &  Campaigns* Text alerts that are sent to mobile device users via short message service (SMS) that must be no longer than 160 alpha-numeric characters and cannot contain images or graphics.<br />*Video* The use of video for use in campaigns, case studies, discussion of best practices, branded entertainment segments, tips, etc. A best practice is to keep these segments short since audiences are accessing these remotely. (Note: video pertains to mobile devices like smartphones that have the capability to view video.) <br />*Widgets* Most mobile widgets are like desktop widgets, but for a mobile phone. Mobile widgets can maximize screen space use and may be especially useful in placing live, data-rich applications on the device. A widget is a small single-purpose application, which can also be combined with other features to provide richer functionality. For example, widgets could be a weather display, clock function or ROI calculator, etc. <br />Definitions <br />Mobile<br /> Terms<br />
  39. 39. Want to<br />learn more<br />About <br />B2B<br />Mobile<br />Marketing?<br />
  40. 40. With 4.6 billion current mobile subscriptions projected to surge to <br />6.5 billion mobile connections by 2014, there's no denying it:  <br />Mobile has arrived—and it's changing how (and where) professionals communicate with each other, and how (and why) audiences interact with B2B brands. <br />Learn the many benefits, business-centric value and rationale of B2B mobile marketing.<br />Slideshow can be accessed here.<br />
  41. 41. CK’s Consultancy:<br /><br />CK’s Blog:<br /><br />email CK: <br /><br />©2010 Christina Kerley/ckEpiphany, Inc.<br />